Summary
In this episode, Jerry Vinci discusses the challenges faced by senior living sales teams and presents a comprehensive 90-day plan to enhance sales processes. He emphasizes the importance of speed in follow-ups, building a high-performance sales plan, overcoming common objections, and creating urgency with empathy. The conversation provides actionable strategies for improving lead conversion and occupancy rates in senior living communities.
Takeaways
- Living sales are too slow, leads slip through, prospects stall.
- Speed is the single biggest advantage you can give yourself.
- 78% of families choose the first provider that follows up effectively.
- Hope is not a strategy; structured systems are essential.
- Objections are not rejections; they indicate a need for more information.
- Creating urgency while maintaining empathy is crucial.
- Most sales require at least five follow-ups to convert.
- Your community could be the best, but if you're not fast, it doesn't matter.
- Track your conversion rates to identify bottlenecks.
- Implement one strategy immediately to see results.
Chapters
00:00 Introduction to Senior Living Sales Challenges
01:46 Overview of my 90-Day Senior Living Sales Sprint Playbook
03:13 The Importance of Speed in Sales
06:23 Adopting a "Speed to Lead" Mindset
07:21 Setting up The "First Call" Framework
09:14 Building a High Performance Sales Plan
10:07 Map Out Your Sales Pipeline
11:08 Creating a Follow-Up Cadence that Works
15:03 Building a High Performance Sales Culture
16:34 Overcoming Sales Objections Like a Pro
18:15 Objections: I'm Not Ready
19:17 Objections: I Need to Talk to My Family
20:15 Objections: It's Too Expensive
21:19 Objections: Outdated Perceptions of Senior Living
22:09 Golden Rules to Overcoming Objections
23:27 Creating Urgency With Empathy
25:05 Using The "Future Pacing" Technique
26:04 Using Positive Urgency
27:09 Creating Urgency Around "Wait and See"
29:16 Wrapping up the 90-Day Sales Sprint
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